Preparing for Outbound Sales Calls


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
The most successful outbound sales calls begin long before the salesperson places the call. Successful inside selling is all about planning and being prepared. Being prepared means knowing what to expect from your customer and planning your responses. In this course, you will learn about the common perceptions customers have of salespeople. You will also learn the three premises of the inside sales approach, the structure of this approach, and the six buying roles. The course outlines the steps involved in precall planning, including recognizing call types, creating call objectives and a call opening, and preparing the account profile. The course also covers the strategies for questioning and listening that you can use in account profiling and provides strategies for avoiding common temptations.

Target Audience
Entry-level inside sales agents handling outbound sales calls

Expected Duration (hours)
6.0

Lesson Objectives

The Inside Sales Approach for Outbound Calls

  • recognize the value of the inside sales approach for outbound calls.
  • match the four performance levels of outbound sales agents with examples.
  • identify the premises of the inside sales approach.
  • identify the correctly ordered steps of the inside sales approach for outbound calls.
  • match each of the steps in the inside sales approach with its description.

    • Preparing for Different Buying Roles in Outbound Calls

  • identify the benefits of being able to recognize the six buying roles encountered during outbound sales calls.
  • match the buying roles of contact, coach, and evaluator with the correct people in a given scenario.
  • match the buying roles of gatekeeper, decision maker, and user with the correct people in a given scenario.

    • Precall Planning for Outbound Calls

  • recognize the importance of precall planning for outbound calls.
  • match the six inside sales outbound call types with examples.
  • match specific call types with examples of appropriate outbound call objectives.
  • identify three specific strategies used to develop call objectives.
  • use strategies for developing outbound call objectives to determine objectives for a given call scenario.
  • develop a call opening for a given scenario that incorporates all three essential elements.
  • identify the four profile types.
  • match the four profile types with their associated questions for outbound calls.

    • Profiling Skills for Outbound Calls

  • recognize the importance of having strong profiling skills for outbound calls.
  • match types of questions with associated examples of each.
  • use the effective-questioning process to learn about a customer in a given outbound call scenario.
  • apply active listening skills to learn about a customer in a given outbound call scenario.
  • analyze flawed outbound call scenarios to determine what went wrong and what could have been done instead.

    • Course Number:
    SALE0121